Smart Sales: Hey, CEO! Think You Can Sell?
During a recent stint at Logan Airport, a CEO I'd struck up a conversation with offered a book recommendation: Mark Goldsmith's What Got You...
Smart Sales: The State of Sales Training
During the past year, my team and I were involved in a wide array of initiatives, projects, research, surveys, presentations, briefings, demonstrations, evaluations, customer...
Smart Sales: Ireland’s Vision for Sales Effectiveness
I've been facilitating workshops on international selling in Ireland since 2003. My audiences are sales executives, VPs of sales, and CEOs of Irish companies...
Smart Sales: A Few of My Favorite Quotations
I've always gleaned real value from other people's insights, especially when they aren't in sales. Quotations bring things out of my own sales-centric world...
The Fine Line between Personalization and Privacy in Marketing
As technology continues to advance, marketing and sales professionals can gather more information about their target audiences than ever before. With that information, there...
Smart Sales: When Sales Training Doesn’t Work
In looking for legitimate strategies to improve the effectiveness of their teams, sales leaders have discovered there are a limited number of destinations on...
Smart Sales: A Modest Proposal for LinkedIn
A lot has been written about how employers look at a job candidate's Facebook or MySpace page, searching for any potential red flags.
In fact,...
Smart Sales: What’s Next? Check Your To-Do List
I'm a big believer in checklists—an opinion that's apparently shared by the medical community. According to a study published online by the New England...
Smart Sales Thinking, Smart Sales Tools
The economic environment has made the urgency to drive sales leads a top priority and the obstacles to success more massive. Potential buyers for...
Smart Sales Thinking, Smart Sales Tools
The economic environment has made the urgency to drive sales leads a top priority and the obstacles to success more massive. Potential buyers for...
